The Mike Marchev Sales Project
Week 4: YOUR MARKETING MESSAGE
Complete Module 4 (Marketing Message)
1. Watch Video 4
2. Read and Internalize Sales Mistake #7 & 8.
3. Read and Internalize Marketing Mistake #7 & 8.
The next two videos captured two separate live sessions dealing with the marketing message. Listen to one or listen to both ... together they cover all the material you will need.
More on Marketing Communications
Sales Mistake #7: Not taking detailed notes
Relying on memory is a fatal practice. Here is the long and short of it: Write everything down. Take notes.
Memories can be short. And nights are for sleeping. Not tossing and turning trying to remember if you have forgotten some important issue for tomorrow’s sales presentation. The master at this is a client/friend of mine. This man is running a $150 million company and forgets nothing. Paul has a mind like a steel trap. Or does he? He is the best I know of at not dropping the ball while juggling a great many of them at any single moment in time.
His secret is no secret. He writes things down. He writes everything down. And he doesn’t throw the note away until he feels that he has received complete satisfaction by his definition. Once the task is appropriately addressed, completed or formally delegated, he takes the piece of paper and rips it into tiny shreds before throwing it away which clears his mind for the next one. When this guy crosses something off his list, it stays crossed off.
Write things down and give your memory a much needed rest.
Sales Mistake #8: Failing to follow through.
After all is said and done, more is said than done. The key is follow through. Everyone says they know this…very few people manage to do it.
Talk is cheap, so after all is said and done, more is said than done.
If you want to distance yourself from the competition, do what you say you are going to do. Then, do these three things:
(1) Show up if you say you will;
(2) Show up on time if you say you will;
(3) Show up on time looking good if you say you will.
That’s it. The Big Three.
Here is a bonus suggestion for good measure:
(3A) Call people back if you say you will—sooner rather than later.
Everyone is quick with a promise today. Most of us have sincere good intentions. Few people can be counted on to follow through consistently. Be that person. Be the exception.
Marketing Mistake #7
You don’t ask for the business.
“If he wanted to do business with me, he would call me.”
Think of it this way. You are a professional. If you don’t ask me to do business with you, you are an AMATEUR.
Now the choice is yours. Are you a pro, or are you a wanna-be?
Here are some facts:
Some people are going to think you are pushy no matter what you do or say.
Some people are going to tell you to “buzz-off.”
Some people are going to threaten to call the cops.
Some people are down right lazy slugs and although they are looking at you straight in the face, they do not have a single clue what you just said to them or asked them to do.
Some people will be reluctant to do business with you but they will agree just the same.
Some people will be glad you asked. Others will take offense.
Some people won’t wait for you to ask and demand that you take their business.
This is what makes the world such a zany yet attractively fun planet. It takes all kinds. And believe me, there are all kinds out there.
As long as you are not a crook, thug, or a dishonest ex-con, you have nothing to apologize for. Just stick to your knitting. Keep on asking for the business.
Marketing Mistake #8
You are boring people
Hey, you can answer this one yourself.
Who do you want to spend time with?
Choice A: A boring, whining, negative slug?
Choice B: A proactive, fun, creative, idea-generating, bundle of energy.
This my friends is what is known in the business as a “no-brainer.”
Give me the “action-guy/gal” each and every time.
If you are boring — stop being boring.
If you are not boring, don’t become boring.
Need a slogan to pace your day? Fail Faster.
Failing at anything is never boring. In fact, it often is quite exhilarating. Don’t fail “stupid.” But do get away from your daily comfort zone and stretch a little.
Okay. Enough about mistakes.